
The Lost Art of Closing
Winning the Ten Commitments That Drive Sales
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Narrated by:
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Anthony Iannarino
About this listen
"Always be closing!" - Glengarry Glen Ross, 1992
"Never Be Closing!" - a sales book title, 2014
"?????" - salespeople everywhere, 2017
For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the "take delivery" close to the "now or never" close.
But these tactics often alienated customers, leading to fads for the "soft" close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.
Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
Iannarino addressed this in a chapter of The Only Sales Guide You'll Ever Need - which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he's back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you'll discover how to:
- Compete on value, not price, by securing a Commitment to Invest early in the process.
- Ask for a Commitment to Build Consensus within the client's organization, ensuring that your solution has early buy-in from all stakeholders.
- Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns.
- The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.
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Story
Buyers today have knowledge at their fingertips and most of their information gathering will routinely happen before you even walk through the door or get them on the phone. Armed with information, their guard is up - and they are skeptical. Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase.
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Great book for Sales Leaders!
- By L Ward on 05-27-20
By: Todd Caponi
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The Art of Selling to the Affluent
- How to Attract, Service, and Retain Wealthy Customers and Clients for Life, 2nd Edition
- By: Matt Oechsli
- Narrated by: Joe Bronzi
- Length: 6 hrs and 19 mins
- Unabridged
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The Art of Selling to the Affluent, 2nd Edition offers a detailed landscape of today's affluent. Put yourself ahead of the competition by knowing how the recession has affected purchasing behavior and where the opportunities are moving forward.
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Fine if your clients are over 80
- By Bunni Metanoia on 07-13-23
By: Matt Oechsli
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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- By: Jeb Blount, Mark Hunter - foreword by
- Narrated by: Jeb Blount
- Length: 5 hrs and 53 mins
- Unabridged
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Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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A Chapter In Fanatical Prospecting
- By Tshepo on 05-22-20
By: Jeb Blount, and others
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Be a Sales Superstar
- 21 Great Ways to Sell More, Faster, Easier in Tough Markets
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 2 hrs and 40 mins
- Unabridged
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Brian Tracy shares the most important principal for sales success he has discovered in 30 years of training more than 500,000 sales professionals in 23 countries. Based on his detailed discussions with top salespeople and keen observations of their methods, these guidelines address both the inner and outer games of selling. Each chapter is dedicated to one principle, and all are time - and field - tested to boost sales and success.
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His books overlap with repeated content
- By Robert on 09-25-16
By: Brian Tracy
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Selling Professional Services the Sandler Way
- Or, Nobody Ever Told Me I’d Have to Sell!
- By: Chuck Polin, Evan Polin, David Mattson - foreword
- Narrated by: Tom Parks
- Length: 5 hrs and 39 mins
- Unabridged
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Years ago, developing and sustaining a book of business was not as big a problem for accountants, attorneys, financial planners, and other professionals as it is today. Clients were more loyal to the firms they worked with, and unlikely to shop your services, compare rates, or jump ship. Times have changed! And if you don't change along with them...well, you're not going to enjoy yourself or have as much control over your career as you deserve. Believe it or not, you can enjoy the process of expanding your client base.
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Solid
- By Daniel on 05-24-23
By: Chuck Polin, and others
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Inked
- The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 7 hrs and 37 mins
- Unabridged
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Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal.
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This is the raw step by step negotiation book!
- By Anonymous User on 05-28-20
By: Jeb Blount
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Elite Sales Strategies
- A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 6 hrs and 48 mins
- Unabridged
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In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.
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Another great Anthony Iannorino book!
- By Marc Sierra on 07-07-22
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Endless Referrals, Third Edition
- By: Bob Burg
- Narrated by: Christopher Grove
- Length: 11 hrs and 30 mins
- Unabridged
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In the new recording of the Third Edition created in 2005, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities.
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A Timeless Classic with Endless Value!
- By Andrew Darlow on 12-02-24
By: Bob Burg
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The Sales Acceleration Formula
- Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million
- By: Mark Roberge
- Narrated by: Robert Feifar
- Length: 6 hrs and 24 mins
- Unabridged
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The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business, and author Mark Roberge has actually done it using a unique methodology that he shares with his listeners. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
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Incredible
- By Amazon Customer on 08-29-24
By: Mark Roberge
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Sell!
- The Way Your Customers Want to Buy
- By: Dale Carnegie & Associates
- Narrated by: Dan Strutzel
- Length: 5 hrs and 10 mins
- Unabridged
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What do How to Win Friends and Influence People and Sell! have in common (other than Dale Carnegie)? They're both based on the premise that relationships are what matter. In this age where media is social and funding is raised by crowds, the sales cycle has permanently changed. It's no longer enough to know your product, nor always appropriate to challenge your customer's thinking based on your online research. In Sell!: The Way Your Customers Want to Buy, Dale Carnegie & Associates reveal the real modern sales cycle.
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Awesome story!
- By SmartSysta on 06-07-23
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The Secrets of Closing the Sale
- Included Bonus: Selling with Emotional Logic
- By: Zig Ziglar, Tom Ziglar
- Narrated by: Zig Ziglar, Tom Ziglar
- Length: 17 hrs and 1 min
- Original Recording
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Zig shares tips and techniques from his vast wealth of sales experience. His insights will prove to you over and over why this is the definitive how-to sales program. This powerful series of 12 timeless sales sessions will help you close more sales today as you build a career for tomorrow!
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Zig Ziglar debunks all the myths holding you back from closing the sale
- By Steph Earley on 08-01-16
By: Zig Ziglar, and others
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Zero Resistance Selling
- Achieve Extraordinary Sales Results Using the World-Renowned Techniques of Psycho-Cybernetics
- By: Maxwell Maltz
- Narrated by: Matt Furey
- Length: 6 hrs and 40 mins
- Original Recording
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Achieve extraordinary sales results using the world-renowned techniques of Psycho-Cybernetics. Dr. Maxwell Maltz, the creator of Psycho-Cybernetics, and five hugely successful sales entrepreneurs - each a Psycho-Cybernetics success story - reveal how to apply this powerful self-improvement program to every aspect of selling. Learn how to completely eliminate customer resistance even as you remove your own mental obstacles and doubts.
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Become a Master at Closing Sales
- By John Chisum (@revchiz) on 04-29-17
By: Maxwell Maltz
What listeners say about The Lost Art of Closing
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- David N. Pitts
- 02-06-24
Awesome book
making this book a recommendation fpr required reading for our sales team. it's a game chager.
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- Amazon Customer
- 11-29-18
Best sales book ever
I’ve been in sales for over 20 years and I can’t remember another book that has had as much impact as this one has had.
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2 people found this helpful
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- Yulisa
- 02-01-18
Must read
Great insight. Will make you look back and understand why certain deals weren’t made. This book will help you close.
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- Amazon Customer
- 12-08-17
Long term relationships
Just listened to this after reading Anthony’s other book “The Only Sales Guide You’ll Ever Need”. It’s clear and to the point with many examples along the way of how to use his techniques. I like that he focuses on building the long term relationships as a trusted advisor to the client instead of the quick sale.
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2 people found this helpful
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- Robb
- 11-22-17
Best book yet on sales today
I absolutely LOVE this book. Thank you Anthony Iannarino for your wisdom and I'm very much looking forward to executing what I've learned about gaining the necessary commitments to advance the sale.
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1 person found this helpful
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- Danny
- 05-07-19
I really did like this book! I think you would li
I really did like this book! I think you would like it also. I did learn a lot!
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- Shootion3
- 02-02-18
Legend
Great book!!! Well laid out easy read with wisdom to help any sales professional at any level. Great job Anthony!!
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1 person found this helpful
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- Jon
- 04-20-19
Excellent framework for novice and experience sales people
Unlike many of the sales books out there that are hundreds of pages just to explain one simple theory that can be explained in a sentence (challenger anyone?), every chapter introduces a new, actionable idea you can put into practice immediately. One of my favorite things are the example scripts and objection responses he gives. The ten commitments are a framework than must be practiced. Get his workbook and fill it out so you remember to apply all that he teaches.
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- Ron Tester
- 12-20-17
Buy it. Read it. Use it.
I read sales books obsessively. Many are terrible. Iannarino’s first book was stellar and this one is equally informative and useful. Read and/or listen and use it to sell more and sell better. Unless you’re in my industry. If so, just move along. Nothing to see here.
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4 people found this helpful
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- Josh D Vick
- 04-26-18
Framework or process
Anthony presents a clear process and framework for improving your sakes outcomes. Apply this and you win. I already have begun and have seen better results.
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1 person found this helpful